Fortinet

Named Regional Account Manager

Posted Yesterday

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2 Locations

In-Office or Remote

200K-220K Annually

Mid level

Security • Software • Cybersecurity

The Role

Field-based account manager responsible for owning and growing a set of mid-enterprise accounts in Silicon Valley. Develop strategic account plans, lead end-to-end sales cycles (discovery to close), expand multi-product platform adoption, and manage executive-level negotiations. Coordinate cross-functional resources, maintain accurate forecasting and pipeline hygiene, and drive new logo and expansion opportunities across Fortinet's security and cloud portfolio.

Summary Generated by Built In

Fortinet is at the center of one of the most important shifts in enterprise technology: the convergence of cybersecurity, networking, cloud, and AI. As organizations race to adopt AI responsibly, they need a partner that can deliver both AI for Security and Security for AI. Fortinet is uniquely positioned to lead in this moment through our broad platform, deep innovation, and proven customer outcomes.

We are seeking a Named Regional Account Manager (NRAM) to lead the marquee Silicon Valley Mid-Enterprise territory with a strong customer base and significant growth potential. This is a true field sales role for a strategic seller who can deepen relationships, expand platform adoption, lead complex customer conversations, and drive larger, multi-product opportunities.

The ideal candidate has field sales experience in B2B technology, knows how to command a room, and can run customer engagements from first meeting to close. This seller should be equally comfortable prospecting into new accounts/divisions, expanding existing accounts, coordinating internal resources, and managing sophisticated negotiations with senior decision-makers (i.e., VP+ & C suite).

What You’ll Do

Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory.
Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long-term customer value.
Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close.
Conduct in-person meetings in the field, with the expectation that most customer meetings occur onsite in customer offices and in the field.
Drive both expansion within existing accounts and new logo development across the territory.
Build strong relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers.
Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements.
Collaborate cross-functionally with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution.
Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression.
Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.
Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis.
Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.
Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation.
Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline.

What We’re Looking For

2–3+ years of field sales experience in B2B technology sales.
Proven track record of meeting or exceeding quota in a field-based sales role.
Ability to run polished, productive customer meetings and full discovery conversations independently.
Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation.
Strong executive presence and the ability to communicate with both technical and business stakeholders.
Experience expanding existing accounts, managing strategic territories, and growing deal size over time.
Strong organizational skills and ability to manage multiple opportunities and stakeholders simultaneously.
Familiarity with channel-led sales motions and partner collaboration.
Bachelor’s degree preferred.
Experience in cybersecurity, networking, and/or public/private cloud is strongly preferred.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $200,000 - $220,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan

About Us

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [email protected].

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.

Skills Required

2-3+ years of field sales experience in B2B technology sales.
Proven track record of meeting or exceeding quota in a field-based sales role.
Ability to run polished, productive customer meetings and full discovery conversations independently.
Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation.
Strong executive presence and ability to communicate with technical and business stakeholders.
Experience expanding existing accounts, managing strategic territories, and growing deal size.
Strong organizational skills and ability to manage multiple opportunities and stakeholders.
Familiarity with channel-led sales motions and partner collaboration.
Ability to conduct in-person customer meetings and work in the field (territory-based).
Bachelor's degree.
Experience in cybersecurity, networking, and/or public/private cloud.

Fortinet Compensation & Benefits Highlights

The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fortinet and has not been reviewed or approved by Fortinet.

Affordable Benefits — Medical coverage includes a no-premium HDHP option with HSA funding alongside PPO/HMO choices, reducing employee costs at enrollment. Eligibility starts on the date of hire and includes company-paid life and disability coverage.
Wellbeing & Lifestyle Benefits — Mental-health access through Modern Health and an EAP offers therapy, coaching, and counseling resources. Lifestyle extras such as legal assistance, commuter benefits, pet-insurance discounts, and subsidized meals and snacks enhance everyday support.
Strong & Reliable Incentives — Compensation packages include annual bonuses, sales commissions, and stock awards. Earnings potential can be strong in sales when quotas are realistic and attainment is high.